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In Episode 232, Drewbie Wilson sits down with entrepreneur and business coach Jake Shannon to talk about one of the biggest challenges facing sales professionals today: call reluctance. Jake shares the story of his first sales job in 1997, when he was handed a phone, a list of names, and told to make 150–200 calls a day. That early experience taught him resilience, toughness, and the importance of simply picking up the phone. The conversation dives into why some of the hardest prospects can eventually become great clients, how follow-up can turn an enemy into a customer, and why salespeople need to embrace communication instead of hiding behind technology. Drewbie and Jake also discuss AI, digital marketing, vanity metrics, and the importance of human connection in sales. Jake argues that while technology can support the sales process, people still buy from people. They also explore business ownership, the value of acquiring an existing business, building the right team, and why sales professionals should focus on revenue that creates real profit rather than chasing impressive top-line numbers.     What You'll Learn Why call reluctance has become such a major obstacle for sales professionals. How making hundreds of cold calls helped Jake develop resilience. Why your toughest prospects can sometimes become your best clients. How follow-up can completely change a sales relationship. Why communication remains one of the most valuable skills in sales. The danger of relying on vanity metrics instead of revenue and qualified leads. Why human connection still matters in an increasingly AI-driven sales environment. How the objections you make when buying can become the objections you face when selling. Why Jake recommends considering business acquisition instead of starting from scratch. How sales and marketing can help build a more valuable business.     Key Takeaways Call reluctance is real, but it has to be overcome. Jake's early sales career required 150–200 calls a day. The experience taught him that sales success requires resilience and a willingness to have conversations. Your hardest prospect could become your best customer. Jake tells the story of a former online critic who eventually became a $1,000 client after consistent follow-up and nurturing. You sell how you buy. Jake explains the concept that the excuses you make as a buyer often become the same objections you encounter when you're selling. Technology doesn't replace relationships. AI, automation, and digital marketing can support sales, but Jake believes the human touch remains critical because people ultimately buy from people. Revenue isn't the whole story. Chasing bigger numbers can create a business that looks successful but isn't profitable. Business owners need to understand what actually remains after expenses. Build for where you're going. Jake recommends creating an organizational chart based on the business you want to build, then working backward to determine the people and systems needed to get there.   🔗 Connect with Jake Shannon Facebook: https://www.facebook.com/ScientificWrestling LinkedIn: https://www.linkedin.com/in/jake-shannon/ Instagram: https://www.instagram.com/scientificwrestling/ Website: https://no1coaching.com/     Call The Damn Leads "By sales professionals, for sales professionals — Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: Wild Sales Stories: Engaging tales of real-life sales adventures. Proven Tactics: Actionable strategies to boost your sales game. Humor: A fun and energetic perspective on the world of sales. Expert Insights: Learn from seasoned professionals in various industries. Don't miss out on the insights, humor, and strategies that can take your sales career to new heights. If you'd like to be a guest on the show, leave your contact information and a brief message telling us why your story needs to be heard: https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

What separates successful business owners from those constantly struggling with cash flow, taxes, and burnout? In this episode of Call The Damn Leads, Drewbie Wilson sits down with CPA, entrepreneur, and business advisor Salim Omar to discuss the financial realities of running a successful business. With more than 30 years of experience helping entrepreneurs grow profitable companies, Salim shares lessons learned from building his accounting firm, avoiding the trap of competing on price, and helping business owners focus on profit instead of vanity metrics. The conversation dives into tax strategy, business valuation, hiring decisions, leadership, and why so many entrepreneurs build businesses that aren't actually designed to support the life they want. If you're a business owner looking to increase profitability, build a more valuable company, and create long-term financial freedom, this episode delivers practical advice you can apply immediately. In This Episode, You'll Learn: Why competing on price attracts the wrong clients The hidden dangers of chasing revenue over profit How tax strategies can help business owners keep more of what they earn Why many businesses become unmanageable as they grow The importance of building a business that isn't owner-dependent How financial reports can uncover opportunities and blind spots The role advisors, accountants, and mentors play in business growth Why creating an organizational chart can accelerate scaling Memorable Quotes "When we don't give clients a good value proposition, our service becomes a commodity." "Revenue is for vanity. Profit is for sanity." "Keep your ego at home when you're running your business." "A business owner has blind spots. Your financials tell a story if you're willing to listen." "Most business owners are building a business that's not sellable." Connect with Salim Omar Website: https://www.straighttalkcpas.com/ YouTube: https://www.youtube.com/channel/UC-yitm4MB4Ss7QUqXA2ZLpQ LinkedIn: https://www.linkedin.com/in/salimomar1 Facebook: https://www.facebook.com/StraightTalkCPAs/ Call The Damn Leads "By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: Wild Sales Stories: Engaging tales of real-life sales adventures. Proven Tactics: Actionable strategies to boost your sales game. Humor: A fun and energetic perspective on the world of sales. Expert Insights: Learn from seasoned professionals in various industries. Don't miss out on the insights, humor, and strategies that can take your sales career to new heights! Sales professionals, entrepreneurs, and small business owners striving to enhance their sales, marketing, and personal growth to achieve financial success and time freedom. If you'd like to be a guest on our show please leave your contact information and a brief message selling us on what makes your story worth sharing! https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 230 of Call The Damn Leads, Drewbie sits down with demand generation expert Sawsan Hamawandy for a high-energy conversation about what actually works in modern marketing — and why most companies are getting it wrong. Sawsan shares her journey from accidentally landing in sales straight out of university to becoming a marketing leader focused on one thing: driving real pipeline, not vanity metrics. From cold calling with zero tools to building campaigns that generate meetings with top-tier companies, she breaks down the lessons learned the hard way — rejection, resilience, and figuring it out in real time. The conversation dives deep into the disconnect between sales and marketing, why separate KPIs create friction, and how aligning both teams under shared goals can completely transform results. Sawsan also unpacks the power of creativity in outreach — from emoji subject lines to unconventional campaigns — and why taking calculated risks in marketing is no longer optional if you want to stand out. If you've ever felt like your marketing isn't converting, your sales team is frustrated, or your outreach is getting ignored, this episode will challenge you to think differently and take action. Key Takeaways ✅Why starting in sales builds a stronger marketing foundation ✅How rejection early in your career creates long-term resilience ✅The importance of building trust before selling anything ✅Why sales and marketing must share the same KPIs ✅How misalignment between teams kills revenue growth ✅The power of using real buyer conversations to shape marketing ✅Why simple, creative outreach often outperforms polished campaigns ✅How humor and personalization increase response rates ✅The risks of over-automating with AI in outreach ✅Why testing bold ideas is essential to standing out in today's market   Memorable Quotes "Say something impactful in a short space of time." – Sawsan Hamawandy "You have to get people to buy into you first." – Sawsan Hamawandy "Marketing should come from sales conversations." – Sawsan Hamawandy "You're selling to people, not systems." – Sawsan Hamawandy "If you don't try something different, you'll get left behind." – Sawsan Hamawandy   Connect with Sawsan Hamawandy LinkedIn: https://www.linkedin.com/ (search Sawsan Hamawandy)   Call The Damn Leads "By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries."   Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey.   Your weekly dose of: ✅Wild Sales Stories: Engaging tales of real-life sales adventures. ✅Proven Tactics: Actionable strategies to boost your sales game. ✅Humor: A fun and energetic perspective on the world of sales. ✅Expert Insights: Learn from seasoned professionals in various industries.   Don't miss out on the insights, humor, and strategies that can take your sales career to new heights. Sales professionals, entrepreneurs, and business owners looking to grow revenue, sharpen skills, and build real freedom.   If you'd like to be a guest on our show please leave your contact information and a brief message selling us on what makes your story worth sharing. https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

What if a simple conversation could change the trajectory of your business forever? In this episode of Call The Damn Leads, Drewbie sits down with real estate investor, entrepreneur, and coach Jason Roberts. Jason shares the incredible story of how a chance encounter at a Colorado mountain property turned into multiple real estate transactions, hundreds of thousands in investments, and more than $1.4 million in value. They dive into the importance of activity, relationship building, sales psychology, consistency, and why the best opportunities often appear when you're willing to have a conversation. Jason also breaks down his transition from a six-figure engineering career into real estate investing, how he built proof of concept before leaving his W2 job, and how he's using AI to create scalable lead generation systems. If you're looking for practical advice on sales, real estate, entrepreneurship, and creating opportunities through action, this episode delivers.       Key Takeaways Activity creates opportunity. Every conversation has the potential to become a life-changing deal. Product knowledge builds trust and credibility. Success comes from consistent action, not perfect timing. Sales is a skill that improves through repetition and feedback. Proof of concept reduces risk when transitioning into entrepreneurship. AI works best as a tool to enhance performance, not replace people. Great salespeople continuously refine their process. Relationships create more value than transactions. Persistence separates top performers from everyone else.     Connect With Jason Roberts Website: https://betterblueprintinvestments.com/ Instagram: https://www.instagram.com/betterblueprintrealty/ LinkedIn: https://www.linkedin.com/in/betterblueprintrealty/ Company: Better Blueprint Realty     Call The Damn Leads "By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: ✅Wild Sales Stories: Engaging tales of real-life sales adventures. ✅Proven Tactics: Actionable strategies to boost your sales game. ✅Humor: A fun and energetic perspective on the world of sales. ✅Expert Insights: Learn from seasoned professionals in various industries. Don't miss out on the insights, humor, and strategies that can take your sales career to new heights! Sales professionals, entrepreneurs, and small business owners striving to enhance their sales, marketing, and personal growth to achieve financial success and time freedom. If you'd like to be a guest on our show please leave your contact information and a brief message selling us on what makes your story worth sharing! https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

What if businesses don't fail because of competition, money, or bad luck? What if they fail because they unknowingly create the conditions that lead to their own collapse? In Episode 228 of Call The Damn Leads, Drewbie sits down with business strategist and author Larry Mandelberg to explore the real reasons businesses struggle to survive and scale. Larry shares the incredible story of a six-year sales cycle that ultimately paid off, proving that persistence can win even the longest games in sales. The conversation then dives deep into organizational growth, business maturity, customer relationships, and the three universal reasons businesses fail. If you're an entrepreneur, business owner, sales leader, or someone trying to scale a company without losing your mind, this episode is packed with practical insights that could change the way you think about business forever.     In This Episode, You'll Learn: Why persistence is often the most underrated sales skill The surprising lesson from a six-year sales cycle Why Larry believes B2B and B2C are outdated concepts The difference between retail and wholesale selling Why customers are often wrong about their actual problems How businesses unknowingly attack symptoms instead of root causes The three stages of organizational maturity Why most businesses fail before reaching adolescence The importance of clarity of purpose in business growth How consistency separates struggling businesses from thriving ones       Memorable Quotes "Businesses don't fail. They commit suicide." "In retail, the customer is always right. In wholesale, the customer is always wrong." "If you're not growing, you're dying." "Most organizations attack symptoms instead of solving problems." "Clarity of purpose is the foundation of sustainable growth."     Connect with Larry Mandelberg LinkedIn: https://www.linkedin.com/in/larrymandelberg/ Website: https://mandelberg.biz/ Book: Businesses Don't Fail, They Commit Suicide: How to Survive Success and Thrive in Good Times and Bad Larry also offers free 20-minute strategy sessions through his website for business owners seeking guidance and growth insights.     Call The Damn Leads "By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: Wild Sales Stories: Engaging tales of real-life sales adventures. Proven Tactics: Actionable strategies to boost your sales game. Humor: A fun and energetic perspective on the world of sales. Expert Insights: Learn from seasoned professionals in various industries. Don't miss out on the insights, humor, and strategies that can take your sales career to new heights! Sales professionals, entrepreneurs, and small business owners striving to enhance their sales, marketing, and personal growth to achieve financial success and time freedom. If you'd like to be a guest on our show please leave your contact information and a brief message selling us on what makes your story worth sharing! https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 227 of Call The Damn Leads, Drewbie Wilson sits down with SEO expert Brandon Leibowitz to discuss the realities of cold outreach, the power of persistence, and how inbound marketing transformed his business. Brandon shares the story of chasing a potential client for over a year before finally earning their business. He opens up about the challenges of cold calling, door knocking, and dealing with rejection while building his company from the ground up. The conversation explores how Brandon shifted away from traditional outbound sales methods and focused on SEO, lead magnets, content marketing, and conversion optimization to attract prospects who were already interested in his services. If you're tired of chasing leads, struggling with prospecting, or looking for ways to create a predictable flow of inbound opportunities, this episode delivers practical insights for sales professionals and business owners alike.     Key Takeaways Persistence pays off, even when prospects seem uninterested. Cold outreach can work, but it often requires significant effort and resilience. Inbound leads typically convert faster because trust has already been established. SEO can become a long-term lead generation asset for your business. Lead magnets help turn website visitors into qualified prospects. Content marketing builds credibility before the sales conversation begins. Ranking a website is only part of the equation; conversion optimization matters just as much. Consistency and patience are essential for long-term business growth.   Memorable Quotes "You have to go through the suck before you get the success." "People reaching out to you already know who you are and trust you more." "Ranking your website is important, but conversion is what matters." "Lead magnets changed everything for my business." "You have to stay persistent and stay on top of it."     Connect with Brandon Leibowitz Company: SEO Optimizers LinkedIn: https://www.linkedin.com/in/brandonleibowitz/ Website: https://seooptimizers.com/ Instagram: https://www.instagram.com/leibowitzbrandon/ Facebook: https://www.facebook.com/BrandonLeibs/     Call The Damn Leads "By sales professionals, for sales professionals — Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: ✅Wild Sales Stories: Engaging tales of real-life sales adventures. ✅Proven Tactics: Actionable strategies to boost your sales game. ✅Humor: A fun and energetic perspective on the world of sales. ✅Expert Insights: Learn from seasoned professionals in various industries. Don't miss out on the insights, humor, and strategies that can take your sales career to new heights. If you'd like to be a guest on the show, leave your contact information and a brief message telling us why your story needs to be heard: https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 226 of Call The Damn Leads, Drewbie Wilson sits down with sales leadership expert Rich Cocuzzo to discuss one of the most surprising problems businesses face: having more leads than they can handle—and still struggling to grow revenue. Rich shares a real-world story about a manufacturing company that lost a major client while simultaneously allowing inbound leads to go untouched. The conversation dives deep into sales execution, sales and marketing alignment, AI's role in modern selling, and why business owners often become too close to their own operations to see growth opportunities. If you've ever blamed marketing for poor leads, struggled with follow-up consistency, or wondered how AI will impact the future of sales, this episode delivers practical insights you can apply immediately.     Key Takeaways Untouched inbound leads can become one of the biggest hidden revenue leaks in a business. Sales teams must focus on high-impact activities before getting distracted by busy work. Founder-led sales organizations often benefit from outside perspectives and expertise. Marketing creates the story; sales turns interest into revenue. Great salespeople create their own opportunities instead of waiting for leads. AI should be used as an enhancement tool, not a replacement for sales expertise. Companies that refuse to embrace AI risk falling behind competitors. Sales and marketing alignment is critical for sustainable growth.       Memorable Quotes "Time kills deals, but it also kills interest." "If you're in sales, you need to be able to control your own destiny." "Marketing creates the story. Sales turns that interest into revenue." "The best salespeople use AI as an enhancement, not a replacement." "If you're not making your number, you've got to focus on the activities that generate revenue."     Connect with Rich Cocuzzo LinkedIn: https://www.linkedin.com/in/richcocuzzo/ Website: Sales Velocity Advisors YouTube: https://www.youtube.com/channel/UCwDwdV0UclDFpFl9ZyxvieQ/featured     Call The Damn Leads "By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: ✅Wild Sales Stories: Engaging tales of real-life sales adventures. ✅Proven Tactics: Actionable strategies to boost your sales game. ✅Humor: A fun and energetic perspective on the world of sales. ✅Expert Insights: Learn from seasoned professionals in various industries. Don't miss out on the insights, humor, and strategies that can take your sales career to new heights! Sales professionals, entrepreneurs, and small business owners striving to enhance their sales, marketing, and personal growth to achieve financial success and time freedom. If you'd like to be a guest on our show please leave your contact information and a brief message selling us on what makes your story worth sharing! https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In this episode of Call The Damn Leads, Drewbie sits down with real estate veteran, entrepreneur, coach, and speaker Joe Kavanagh. With more than 40 years in real estate and business, Joe shares the unconventional journey that took him from driving moving trucks and running a campground to building one of the largest appraisal firms in Charleston, South Carolina. Along the way, he reveals how stepping outside his comfort zone transformed his life, why most salespeople struggle to connect with prospects, and the communication framework that helped him increase his closing rate from 37% to 86%. Joe also shares a hilarious story about helping relocate a pet pig to get a real estate deal closed. If you're in sales, real estate, or business development, this episode is packed with practical insights on communication, confidence, and building relationships that convert. In This Episode, You'll Learn: Why getting outside your comfort zone creates opportunity How Joe built a successful real estate business after moving to a city where he knew nobody The communication mistake most salespeople make How understanding personality types can dramatically improve conversions Why relationships matter more than scripts The importance of staying connected and maintaining purpose later in life How coaching and mentorship can accelerate success       Key Takeaways ✅ Life begins at the end of your comfort zone. ✅ The fastest way to improve sales is to improve communication. ✅ People buy from people who understand them. ✅ Every conversation is an opportunity to help someone. ✅ Success comes from taking action before you're fully comfortable. ✅ Purpose and connection are essential at every stage of life. ✅ The right coach can dramatically shorten your learning curve.     Connect with Joe Kavanagh LinkedIn: https://www.linkedin.com/in/joe-m-kavanagh/ YouTube: https://www.youtube.com/channel/UCFFWIQK0vtSXhuQ1tuLkH1Q Facebook: https://www.facebook.com/joe.kavanagh.395 Instagram: https://www.instagram.com/joeknowscharlestonrealestate/ Connect with Joe on LinkedIn to learn more about his coaching, communication strategies, and real estate expertise.     Call The Damn Leads "By sales professionals, for sales professionals – Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: • Wild Sales Stories – Lessons from the trenches • Proven Tactics – Sales strategies that actually work • Humor – No-BS conversations about selling • Expert Insights – From professionals across industries Perfect for sales professionals, entrepreneurs, and business owners looking to turn income into freedom and build long-term leverage. 👉 Interested in being a guest? Apply here: https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 224 of Call The Damn Leads, Drewbie sits down with entrepreneur and author Phillip Lanier for a real, raw conversation about mindset, money, sales, and what it actually takes to build a life of freedom. Phillip shares his journey from growing up with nothing to building and selling a successful business — all without a traditional college path. Along the way, he breaks down the power of saying "yes" before you're ready and figuring things out in real time. The conversation dives into the truth about financial freedom, why retirement isn't the ultimate goal for most people, and how losing purpose can happen even after "making it." Phillip also opens up about the mindset shifts required to break out of scarcity thinking and start creating real opportunity. One of the most powerful moments in the episode comes from a simple but life-changing question: "What if it works?" From sales strategy to life philosophy, this episode is packed with practical wisdom for entrepreneurs, sales professionals, and anyone looking to build confidence, create income, and stay in the game long enough to win. If you've ever felt stuck, uncertain, or waiting until you feel "ready," this episode will challenge you to move anyway.     Key Takeaways ✅Why saying "yes" before you're ready creates opportunity ✅How growing up with nothing can shape your drive and perspective ✅The difference between making money and finding fulfillment ✅Why retirement without purpose can lead to emptiness ✅How scarcity thinking limits your growth in business and life ✅The importance of asking for help and building relationships ✅Why your past experiences are your greatest asset ✅How shifting to one-to-many increases your income potential ✅The power of asking "what if it works?" instead of "what if it fails?" ✅Why success often comes down to simply staying in the game longer     Memorable Quotes "Say yes first — then figure it out." – Phillip Lanier "You can't learn from what you're embarrassed about." – Phillip Lanier "You're most equipped to help the person you used to be." – Phillip Lanier "What if it works?" – Phillip Lanier "The person who stays in the game the longest usually wins." – Phillip Lanier     Connect with Phillip Lanier Website: https://yourmoneyessentials.com/ Instagram: https://www.instagram.com/yourmoneyessentials/ YouTube: https://www.youtube.com/@YourMoneyEssentials LinkedIn: https://www.linkedin.com/in/phillip-lanier-a0548764/ Coaching: yourmoneyessentials.com Business Coaching: businessessentials.com     Call The Damn Leads "By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: ✅Wild Sales Stories: Engaging tales of real-life sales adventures. ✅Proven Tactics: Actionable strategies to boost your sales game. ✅Humor: A fun and energetic perspective on the world of sales. ✅Expert Insights: Learn from seasoned professionals in various industries. Don't miss out on the insights, humor, and strategies that can take your sales career to new heights! Sales professionals, entrepreneurs, and small business owners striving to enhance their sales, marketing, and personal growth to achieve financial success and time freedom. If you'd like to be a guest on our show please leave your contact information and a brief message selling us on what makes your story worth sharing! https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 223 of Call The Damn Leads, Drewbie Wilson sits down with Jonathon Grantham to explore one of the most fascinating conversations ever featured on the show—corporate sociopathy, business psychology, and the hidden personality dynamics that influence major business decisions. Jonathon shares a jaw-dropping story involving a £5 billion outsourcing contract where a last-minute contract swap resulted in an 80% pricing mistake that continues to impact the company years later. From there, the conversation dives deep into how personality traits influence leadership, negotiations, sales, and corporate culture. Together, Drewbie and Jonathon unpack why some of the most successful leaders display sociopathic tendencies, how narcissism and Machiavellian behavior show up in business, and why understanding buyer psychology can dramatically improve your sales results. If you've ever sold into large organizations, worked under difficult leadership, or wondered why some people seem impossible to negotiate with, this episode offers valuable insights into the psychology behind business decision-making.     Key Takeaways The Cost of Missing Critical Details A single contract oversight during a multi-billion-dollar negotiation created a mistake worth billions and serves as a powerful lesson on attention to detail in high-stakes deals. Why Corporate Leadership Looks Different Many executive leaders operate differently than typical salespeople because their decision-making is often driven by logic, strategy, and shareholder responsibility rather than emotion. Understanding the Dark Personality Traits Jonathon explains the "Dark Five" personality traits and how they frequently appear within corporate environments, particularly in leadership positions. Sales Success Starts with Understanding People The most effective sales professionals learn how their buyers think instead of relying solely on traditional closing techniques. Different Buyers Need Different Approaches Highly analytical personalities often respond better to facts, data, and specifications than emotional sales presentations. Why Some Salespeople Lose Deals They Already Won Over-selling, over-talking, and failing to recognize buyer motivations can sabotage deals that were already ready to close.       Connect with Jonathon Grantham Website : https://www.nexoid.com/ Book: https://www.corporatesociopathhandbook.com/ LinkedIn: https://www.linkedin.com/company/corporate-sociopath-handbook/  YouTube: https://www.youtube.com/@Corporate_Sociopath_Handbook  Instagram: https://www.instagram.com/corporate_sociopath_handbook/    Call The Damn Leads "By sales professionals, for sales professionals — Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: 👉Wild Sales Stories: Engaging tales of real-life sales adventures. 👉Proven Tactics: Actionable strategies to boost your sales game. 👉Humor: A fun and energetic perspective on the world of sales. 👉Expert Insights: Learn from seasoned professionals in various industries. Don't miss out on the insights, humor, and strategies that can take your sales career to new heights. If you'd like to be a guest on the show, leave your contact information and a brief message telling us why your story needs to be heard: https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 222 of Call The Damn Leads, Drewbie sits down with Leslie Chapus, Founder and President of Zenco Outdoor USA, to discuss the realities of building a business in a new country, developing dealer networks, and mastering long-term sales relationships. Originally from Europe, Leslie shares how she entered the U.S. construction industry and earned her first major dealer account after a full year of consistent follow-up. She explains why most salespeople abandon opportunities too early, how trust is built through expertise and persistence, and why understanding your ideal customer is essential for growth. The conversation dives deep into B2B sales strategy, luxury product positioning, territory management, marketing alignment, and the importance of delivering value instead of competing on price. Whether you're building a dealer network, growing a service business, or trying to improve your sales process, this episode is packed with practical lessons that apply across industries. Key Takeaways Most salespeople quit following up long before the prospect is ready to buy. Building trust requires consistency, expertise, and patience. Defining your ideal customer is critical for efficient growth. Luxury products should be sold on value, not price. Marketing channels must align with your target audience. Scaling too quickly can destroy quality and customer experience. Strong systems and processes are more important than adding more people. Businesses grow faster when they solve complete customer problems. Connect with Leslie Chapus YouTube: https://www.youtube.com/channel/UCHKQfuFBQ06XUvKGXbO1u5A Instagram: https://www.instagram.com/azenco.outdoor/?hl=en LinkedIn: https://www.linkedin.com/company/azenco-outdoor/ Website: https://azenco-outdoor.com/ Facebook: https://www.facebook.com/share/18FUcfVGVe/?mibextid=wwXIfr Call The Damn Leads "By sales professionals, for sales professionals – Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: • Wild Sales Stories – Lessons from the trenches • Proven Tactics – Sales strategies that actually work • Humor – No-BS conversations about selling • Expert Insights – From professionals across industries Perfect for sales professionals, entrepreneurs, and business owners looking to turn income into freedom and build long-term leverage. 👉 Interested in being a guest? Apply here: https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 221 of Call The Damn Leads, Drewbie sits down with George Little, founder of Brands App, to discuss the realities of building a business after leaving corporate life. George shares how being laid off from a blockchain company pushed him into entrepreneurship and forced him to learn sales, lead generation, and business development from scratch. What started as a design-focused consultancy quickly evolved into a deeper understanding of what business owners actually care about: solving problems and generating revenue. Throughout the conversation, George breaks down why many entrepreneurs spend too much time creating content and not enough time generating leads, how websites should be built around customer needs instead of creative preferences, and why community-driven marketing is outperforming traditional social media strategies. If you're building a business, creating a personal brand, or trying to figure out how to stand out in an AI-driven marketplace, this episode delivers practical insights you can apply immediately.     Key Takeaways Focus on Revenue-Producing Activities First Most entrepreneurs spend too much time creating content and not enough time generating leads. Revenue should guide where you invest your time and energy. Every business activity should be evaluated based on its contribution to growth. Your Customers Don't Care About Your Process Clients care about outcomes, not your favorite tools or creative methods. Position your service as a solution to a problem. Lead with results rather than features. Less Content Often Produces Better Results More pages and more content do not automatically create more sales. A focused website often converts better than a large, complicated one. Simplicity improves the customer journey. Communities Are Becoming More Valuable Than Social Media Niche communities provide stronger engagement than broad social platforms. Meaningful conversations create better opportunities than constant promotion. Trust is built through participation, not self-promotion. Know Exactly Who You're Talking To Different audiences require different messaging. Success comes from understanding specific pain points. Clear positioning creates stronger marketing and sales results.     Memorable Quotes "The thing that I'm doing is not what I'm selling." "They don't care about design. They care about solving their problem." "Round two, I'm only going to focus on things that directly contribute to revenue." "You have to know exactly who your audience is." "Everyone is selling everything these days."       Connect with George Little Website: https://georgelittle.design/ LinkedIn: https://linkedin.com/in/rglittle3     Call The Damn Leads "By sales professionals, for sales professionals — Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: Wild Sales Stories: Engaging tales of real-life sales adventures. Proven Tactics: Actionable strategies to boost your sales game. Humor: A fun and energetic perspective on the world of sales. Expert Insights: Learn from seasoned professionals in various industries. Don't miss out on the insights, humor, and strategies that can take your sales career to new heights. If you'd like to be a guest on the show, leave your contact information and a brief message telling us why your story needs to be heard: https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 220 of Call The Damn Leads, Drewbie sits down with sales coach, speaker, author, and communication expert Jake Stahl to unpack one of the most overlooked skills in sales: listening. Jake shares a hilarious and unforgettable insurance sales story before diving deep into why most sales professionals struggle—not because they lack product knowledge, but because they fail to truly listen. The conversation explores discovery calls, body language, active listening, communication frameworks, and Jake's powerful "2-10 Rule" that helps salespeople stop talking and start closing more deals. If you've ever felt like prospects aren't engaging, deals are stalling, or your conversations sound too scripted, this episode will show you how better listening can completely transform your sales results.     What You'll Learn In This Episode Why discovery should always come before the pitch How listening impacts your close rate The difference between hearing and active listening How to read verbal and non-verbal buying signals Jake's powerful "2-10 Rule" for better sales conversations Why mirroring prospects creates stronger connections The role empathy plays in closing more deals How to avoid sounding scripted and robotic Why frameworks outperform scripts in modern sales How communication skills create long-term business success     Key Takeaways Discovery Before Pitching Jake believes sales professionals should spend the first several minutes learning about the prospect rather than talking about themselves or their product. The better the discovery process, the easier the presentation becomes. Listening Is the Real Sales Superpower Most salespeople focus on what they're going to say next instead of listening to what's being said. Jake explains that listening to tone, pauses, hesitation, and cadence often reveals more than words alone. The 2-10 Rule For every 10 minutes of talking, Jake recommends checking in every 2 minutes with simple questions that keep prospects engaged. This prevents monologues and creates genuine conversations. Mirroring Creates Trust One of Jake's favorite techniques is reflecting a prospect's words back to them. Simple statements and clarifying questions encourage prospects to reveal deeper motivations and concerns. Frameworks Beat Scripts Scripts can help beginners, but great salespeople learn how to adapt. Jake emphasizes using flexible frameworks that allow natural conversations rather than rigid sales scripts.     Memorable Quotes "The elevator pitch should not be first. The elevator pitch should be a reaction once pain points are discovered." "People don't know you're repeating what they say. They just continue giving you more information." "Nobody listens anymore. That's why listening is such a competitive advantage." "If they are talking more than you are, you have a significantly better chance of closing the deal." "Frameworks help. Scripts can become a crutch."     About Jake Stahl Jake Stahl is a communication strategist, speaker, sales coach, author, and CEO of Orchestrate. He specializes in helping professionals communicate with confidence, improve high-stakes conversations, and build stronger relationships through effective communication techniques. Jake is also the author of Own The Room: How To Communicate To Be Seen, Heard, and Respected and host of the Own The Room with Jake Stahl podcast.     Connect With Jake Stahl LinkedIn: https://www.linkedin.com/in/jakestahl/ Podcast: Own The Room with Jake Stahl Book: Own The Room: How To Communicate To Be Seen, Heard, and Respected Company: https://www.orchestraight.com/     Call The Damn Leads "By sales professionals, for sales professionals — Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: 👉Wild Sales Stories: Engaging tales of real-life sales adventures. 👉Proven Tactics: Actionable strategies to boost your sales game. 👉Humor: A fun and energetic perspective on the world of sales. 👉Expert Insights: Learn from seasoned professionals in various industries. Don't miss out on the insights, humor, and strategies that can take your sales career to new heights. If you'd like to be a guest on the show, leave your contact information and a brief message telling us why your story needs to be heard: https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 219 of Call The Damn Leads, Drewbie Wilson sits down with restaurateur and entrepreneur Kristen Corral to talk about creative marketing, franchising, leadership, and what it really takes to scale a successful business. Kristen shares how a simple customer feedback email offering free tacos generated over $70,000 in restaurant sales in less than two weeks. From launching a pet care business with just $500 to growing seven restaurant locations and expanding into franchising, Kristen breaks down the systems, mindset, and relationship-building strategies that helped her scale. This conversation dives deep into restaurant marketing, customer loyalty, community engagement, franchising realities, and why relying only on social media is one of the biggest mistakes businesses make today. If you're an entrepreneur, business owner, franchise operator, or someone looking to build a stronger brand through authentic connection and smart marketing, this episode delivers actionable insights you can apply immediately. What You'll Learn In This Episode How a single email campaign generated $70K in sales Why building an email list matters more than chasing viral content The importance of local media and community outreach How Kristen scaled from one restaurant to seven locations What franchisees need to understand before investing Why systems and processes are critical for business growth The role loyalty programs play in customer retention Common mistakes entrepreneurs make when scaling How to identify your ideal customer profile Why human connection still wins in business and sales About Kristen Corral Kristen Corral is a restaurateur, entrepreneur, and franchise leader behind TacoTarian, a growing vegan Mexican food brand. Before entering the business world, Kristen spent 10 years as a Las Vegas showgirl before launching a successful pet care company with only $500. Today, she helps lead multiple restaurant locations while building franchise systems designed for long-term growth and operational excellence. Kristen is passionate about creative marketing, customer loyalty, and helping entrepreneurs build businesses rooted in community and service. Connect with Kristen Corral Instagram: https://www.instagram.com/thekristencorral/ LinkedIn: https://www.linkedin.com/in/kristen-corral/ Website: https://eattacotarian.com/ ____________________________________________________________________________ Call The Damn Leads "By sales professionals, for sales professionals – Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: • Wild Sales Stories – Lessons from the trenches • Proven Tactics – Sales strategies that actually work • Humor – No-BS conversations about selling • Expert Insights – From professionals across industries Perfect for sales professionals, entrepreneurs, and business owners looking to turn income into freedom and build long-term leverage. 👉 Interested in being a guest? Apply here: https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads

In Episode 218 of Call The Damn Leads, Drewbie sits down with Matt Smith to unpack the rapidly evolving intersection of AI, sales, ethics, and human connection. What started as a personal mission to help Matt's mother stay connected with family eventually became Speak2 — a platform designed to help aging adults communicate more easily with loved ones, caregivers, and support networks. Matt shares how solving a real family problem uncovered a massive gap in the aging technology space and how AI is now reshaping the future of communication, healthcare support, and customer engagement. But this conversation goes much deeper than technology. Drewbie and Matt dive into the ethical concerns surrounding AI, data privacy, sales automation, and what happens when convenience starts replacing genuine human interaction. From AI-generated sales calls to private data being fed into public models, this episode explores both the exciting opportunities and the very real dangers businesses need to understand moving forward. If you've been curious about AI, worried about its future impact, or looking for ways to use technology without losing the human element that makes great salespeople great — this episode is a must-listen. In This Episode, You'll Learn: How Matt turned a personal family challenge into a thriving tech company Why connectedness is becoming one of the biggest issues for aging adults The hidden challenges of selling to multiple customer segments at once How AI is transforming communication and customer support The ethical dangers of AI and data sharing most businesses ignore Why guardrails and human oversight matter more than ever How businesses can use AI to increase efficiency without losing authenticity Why human connection will still be the ultimate differentiator in sales How smaller businesses can leverage AI without massive budgets The future of AI-powered customer engagement and relationship management Memorable Quotes "People don't stop needing connection as they age." – Matt Smith "AI should create more time for human connection — not replace it." – Matt Smith "The cream always rises to the top when real human connection is involved." – Drewbie Wilson "Convenience is powerful, but we still need guardrails." – Matt Smith About Matt Smith Matt Smith is the founder of Speak2, an innovative AgeTech company focused on helping aging adults stay connected to family, caregivers, and support networks through simple communication tools. With a background in software development and voice-driven technology, Matt built Speak2 after realizing there were limited solutions available to help his own mother maintain meaningful communication as she dealt with vision loss and aging challenges. Today, Matt is helping redefine how technology, AI, and human connection can work together to improve quality of life while advocating for ethical AI development and responsible innovation. Connect with Matt Smith Website:https://www.speak2family.com/ LinkedIn:https://www.linkedin.com/in/matt-smith-74597912/ Company: Speak2   Final Thoughts AI is here. It's evolving fast. But technology alone won't replace trust, empathy, creativity, and genuine human connection. The businesses that win in the future won't just use AI better. They'll use it to serve people better. And that's exactly what this episode is all about. Call The Damn Leads "By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries." Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey. Your weekly dose of: Wild Sales Stories: Engaging tales of real-life sales adventures. Proven Tactics: Actionable strategies to boost your sales game. Humor: A fun and energetic perspective on the world of sales. Expert Insights: Learn from seasoned professionals in various industries. Don't miss out on the insights, humor, and strategies that can take your sales career to new heights! Sales professionals, entrepreneurs, and small business owners striving to enhance their sales, marketing, and personal growth to achieve financial success and time freedom. If you'd like to be a guest on our show please leave your contact information and a brief message selling us on what makes your story worth sharing! https://callthedamnleads.com/pages/podcast Follow Drewbie: https://www.facebook.com/drewbierides Follow Call The Damn Leads: https://www.instagram.com/callthedamnleads